Partner Development Manager

We are looking to hire a Partner Development Manager to join the Enterprise Partner Solutions(EPS) - Americas Software Development Company(SDC) team. 

The Americas Enterprise Partner Solutions team is a sales organization accountable for the commercial partner business at Microsoft. Our mission is to build and sell Microsoft Cloud applications, services, and devices with partners with the goal of empowering people and organizations to achieve more. Our field sales team works with partners that provide scale and industry relevance to our customer engagements as they service and sell to our customers. 

The Partner Development Manager (PDM) role requires close engagement with the United States (US) commercial and regulated industries field sales teams and the Go-To-Market team (GTM), Sell-With team, and the technical enablement teams within EPS.  You will need deep experience influencing strategic relationships within a partnership to achieve results at a US and Americas level. You will need to be a productive seller, capable of setting culture, establishing strategy, driving transformation, driving organizational alignment, and profitability within their focused partners. You will also need to deeply understand our technology and can assess new opportunities and establish innovative and breakthrough approaches to translate that opportunity into revenue. 

As a Partner Development Manager, we are looking for you to bring your tenacious work ethic, enthusiasm, optimism, and unbridled passion for the customer and partner to foster profound growth and revolutionary change within our partner ecosystem. You will leverage your challenger mindset, deep technology and industry knowledge, and best-in-class interpersonal abilities to empower our partners to bring market-defining solutions to our customers. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships in the C-Suite and collaborate across multiple internal stakeholders to resolve complex issues. 

As a Partner Development Manager, you will engage with stakeholders internally at Microsoft, including various sales support and specialist roles, and with various Microsoft partnerships across the US and the broader industry. You will secure significant growth in the business, provide insights from customers and partner feedback to improve GTM execution, and secure investments to activate new offers to market. 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Drive Revenue Growth: 

• Executive Relationship Building: Build and maintain a trusted-advisor relationship with C-suite leaders of complex partners and align partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans that document goals, accountability, progress measurement, and timelines to achieve strategic alignment and drive growth and an increase of Microsoft’s share of wallet vs. competition. 

• Partner Innovation & Transformation: Lead the integration of skills, capability, and capacity plans for the partner business utilizing the right mix of sales and tech training and bootcamps to increase the partners' capabilities to enable partners to build a high-impact Microsoft Services practice that grows partner business and promotes cloud consumption and digital transformation. 

• Market Insight and Business Opportunity: Identify and recommend market opportunities that are aligned with competitive intelligence and Microsoft's goals and collaborate with internal teams to take advantage of opportunities. 

• Develop go-to-market and co-selling strategies with complex partners, secure marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans, and ensure partner readiness to execute key activities to exceed expectations to drive Microsoft and partner sales goals. 

Partner Sales and Consumption: 

• Lead Partner pipeline reviews and coach and challenge partners to transform their plans and strategies around consumption, and facilitate collaboration between the partners' sales team, channel managers, and other relevant teams to accelerate velocity, overcome obstacles, compete, and create deal proposals to meet consumption and key revenue targets. 

• Develop Partner to Partner (P2P) relationships to expand current partnerships to grow business and fill market opportunities. 

• Advocate for Partner: Evangelize partner solutions with the US Microsoft field sales teams and clearly articulate the partner’s value propositions to the Microsoft teams to foster proactive engagement with Channel Management and Field sellers. 

• Lead the orchestration of response to resolve complex and urgent escalations. 

Disciplined Business Management: 

• Drive Monthly and Quarterly Business Review and other ROBs to track progress against goals and commitments. 

• Contribute to monthly Business Reviews that provide insights into trends, identifying gaps, and recommended actions to drive the business forward.  
  
• Drive for revenue and scorecard impact through evangelizing partner value to Microsoft stakeholders & customers.
  

Other

• Embody our Culture and Values

Required/Minimum Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
• OR equivalent experience.

Other Requirements

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.​

Preferred Qualifications

• Experience with Consultative Selling and developing tactics to manage pipeline, sales opportunities and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities.

• Experience making decisions in a fast-paced, rapidly changing environment, including the experience to define, diagnose, and determine an appropriate resolution, recommendation, or decision while considering alternatives and factors (e.g., resources, costs, tradeoffs). 

• Experience negotiating with ability to influence and persuade to achieve mutually beneficial agreements in negotiations by garnering support for initiatives. 

• Experience with interacting with senior leaders of the organization to present/defend/clarify concerns or issues regarding an existing project, program, or solution. 

• Experience developing strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities. 

• Experience managing sales opportunities and/or deals through communicating and collaborating with others and leveraging resources and tools. 

• Experience with Microsoft Products with and experience developing, using, and/or discussing Microsoft products (e.g., Microsoft Azure, Microsoft Security, Microsoft Power BI, Microsoft Office 365 & Copilot) with internal teams and/or customers/partners.

• Experience building and managing professional relationships across stakeholders, with a demonstrated ability to establish trust and influence outcomes without direct authority.

• Background in partner-facing, sales-adjacent, or customer engagement roles where collaboration, coordination, and relationship management were critical to success.

• Demonstrated learning agility, including the ability to quickly acquire new technical knowledge, business concepts, or product expertise in unfamiliar domains.

• Proven success working effectively in ambiguous, evolving, or fast-changing environments while maintaining strong execution and adaptability.

• Experience operating in roles with measurable business goals, targets, or performance objectives that required proactive ownership and results-oriented behavior.

• Evidence of strong initiative and enthusiasm for continuous learning, including self-directed development of new skills, technologies, or industry knowledge.

• Demonstrated experience delivering business and technical topics with clarity and accuracy to internal and external stakeholders across all seniorities.

• Proven history as an effective negotiator with an ability to influence and achieve mutually satisfying agreements through negotiations.

• Ability to interact confidently with Executive Leadership Teams to present and address concerns regarding an existing project, program or solution.

Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.